Nate Nasralla

Co-Founder

Fluint

Stop losing deals when you're not in the room.

Start selling with committed buying champions to land more enterprise deals.

Our platform is built on the fact B2B deals are won and lost during a buyer's internal meetings — not sales meetings. When champions pitch your product, and teams debate your value, without you.

But most deal champions wing their message, or create their own pitch materials, because they won’t send templated product decks filled with marketing speak to their boss.

To help, Fluint converts your buyer's own words from sales calls into a personalized business case your prospects are proud to champion with you.

Sales Assembly

Featured Thought Leader

Pavilion

Member

RevGenius

GAN is a highly-curated community of independent accelerators, partners, and investors with one collective focus: creating opportunities for startups around the world to access the human and financial capital they need, so each can build powerful businesses and make a meaningful impact, wherever they call home.

Chief Growth Officer

Network for Good

Developed our company’s first-ever enterprise sales division, which grew from $0 to represent 30% of core-product ARR in its first few years.

• Engineered the (successful) launch of the company’s enterprise-level sales operation by developing an end-to-end buyer journey including marketing automation, product offering, pricing strategy, go-to-market strategy, and rep recruitment/retention;

• Created and implemented the company’s first-ever outbound sales strategy to grow core-product ACV, scaling to represent 30% of ARR;

• Personally sold $1.5M while also managing the sales team and cross-functional responsibilities;

• Built, delivered, and managed the sales-effectiveness program for a 25-person sales team, while spearheading a six-month, company-wide integration project to ensure all business areas understand and address the unique needs of a new enterprise customer type.

Managing Director, Enterprise Division

Sr. Sales Director

DonorPath

Co-founded DonorPath, growing the company from its first pilot customers to the successful acquisition by Network for Good, overseeing sales operations, marketing strategy, customer renewal, and the implementation of its company-wide growth dashboard. 

• Directed the acquisition of over 300 B2B customers, moving the company beyond its “pilot” phase;

• Built the segmentation and Marcom strategy to match the right messages to our customers, consultants, and partners, balancing the needs of all;

• Pioneered 2 sales channels new to the nonprofit sector, increasing our growth rate to 70% year-over-year and becoming the first nonprofit software to sell through foundation partners;

• Developed a cross-functional, company-wide dashboard to measure marketing conversion, pipeline efficiency, revenue growth, customer retention, and year-over-year growth.

Charles River Associates

• Directed six separate comparable company analyses used in an economic valuation for the largest bankruptcy proceeding in Canadian history.

• Created the profitability model used to value a patent infringement for one of the world’s largest video game manufacturers.
 
• Authored sections to the opinion reports of the top intellectual property and transfer pricing experts that were relied upon in two notable legal proceedings.

• Developed the ability to quickly distill ambiguous and often large quantities of data into key, actionable insights.

Consultant, Tech & IP Valuation

Tiesta Tea Company

• Initiated relationships with two grocery store chains each with yearly revenue in excess of $3 billion;

• Worked alongside two of the top three largest national grocery distribution companies in addition to structuring customized supplier contracts to fulfill large account needs;

• Developed over twenty account strategies to engage and retain the company’s profitable clients;

• Launched the company’s food safety and recall program to comply with federal regulations.

Director, Business Development

LeaderTreks

- Coordinated funding and logistical details with global non-profit organizations for student trips
- Trained three separate work teams in brick and mortar construction and was responsible for the team’s safety and construction progress of a two story orphanage facility 
- Managed the schedule of a group of fifteen people and facilitated daily performance reviews

Team Leader

I'll teach you to sell with buyers, not to them I Founder @ Fluint.io

Selling with buyers (not to them), by creating deal champions is my jam. You'll read a lot about that if you follow me here 🤟🏼

More long-form writing at fluint.io/blog.

___

The backstory, if you're curious: 

B2B sales has been my whole career, and I love it. 

Sometimes, I’m founding the products I sell. Other times, building teams to sell. 

I used to think sales reps close deals. Over time, I realized they don’t — buyers do.

That’s because the make-or-break moments in a complex deal happen without sales reps in the room. 

Buying decisions are made during internal meetings — when champions pitch their own team, in their own words — yet AE's don't have a great way to help their champions in those moments.

It's why I founded Fluint. To help AE's sell with their buyers, not to them, and stop losing deals when they're not in the room. 

I send out long-form content and templates/frameworks on this approach, Buyer Enablement, 2X per month. Signup for that email here: 

fluint.io/newsletter 💌

Stop losing deals when you're not in the room.

Start selling with committed buying champions to land more enterprise deals.

Our platform is built on the fact B2B deals are won and lost during a buyer's internal meetings — not sales meetings. When champions pitch your product, and teams debate your value, without you.

But most deal champions wing their message, or create their own pitch materials, because they won’t send templates product decks filled with marketing speak to their boss.

To help, Fluint converts your buyer's own words from sales calls into a personalized business case your prospects are proud to champion with you. 

Join our private beta 👉🏼 nate@fluint.io

Here are 5 phrases to try sharing when you're losing someone's attention.

Which is basically every few minutes on a Zoom / Teams call, because: 

- Most of us talk at ~150 words per minute
- But all of us understand / process info at ~750 WPM
- Which means 80% of our brainspace is free to wander
- So we end up 100% distracted by other thoughts

And that's not even taking into consideration everything in our heads we *want* to communicate, but can't fit inside those ~150 WPM.

(Saw this graphic a while ago and rebuilt it; not sure who did the original?)

So these phrases are like conversational "glue," to keep someone stuck in the present with you.

_______


1/ "This matters, because ______."

- Link back to what's important from their point of view.


2/ "Earlier you mentioned ______. Which tells me...."

- Show you're listening, others want to listen more too.


3/ "Most people think _______, but actually..."

- Surprise is a strong emotion, and emotion grabs attention.


4/ "Are you open to a different take on that?"

- We all lean in when we're curious about what's next.


5/ "What are you seeing, that I'm missing?"

- We tune out when we feel misunderstood, so create space to talk about why.

_______

What else do y'all find helpful when you see someone's emailing / slacking / texting / zoning out on a call?

Co-Founder @ Fluint | Writing about selling *with* your buyers, not to them.

One of the highest performing sellers I ever got to "lead" recently passed away, after a years-long battle with cancer.

(I say "lead," because I learned more from her than she did from me.)

I was writing out stories for her eulogy last week, and there's one moment from a decade ago that still sticks with me.

I cut it from my tribute because it’s more about my own learnings, but, I thought I’d share it here, and you'll see why I'm incredibly grateful for her.

Some context:

Rachel had 15+ years of experience on me, and decided IC work vs. sales leadership was for her. She was an early hire on our strategic team — which was new for the company overall — so there was lots of change and chaos while building a new “division.”

Being the genius leader I was…

I decided I’d keep all the noise away from her. Like a pair of internal earmuffs, so she could stay focused on revenue. Stuff like:

- Lead routing conflicts with “lower” segments
- Getting a dedicated PM for enterprise
- Fighting for CSM & services staffing

So one day she goes:

“Nate, you think you’re doing me a favor, but you’re not. You’re cutting me off from the context I need to do my job.”

Woof.

She proceeded to school me on the fact I was leading everyone based on how I worked best — not how everyone else worked.

Which may sound super obvious, but the idea that I should communicate with others based on how *they* work and learn, vs. my own style, was news to me.

I just kind of assumed everyone worked like me. 

(Everyone took the Predictive Index test after that. Way helpful.)

From that point on, anytime I was second guessing myself or feeling blind to something, I’d call Rach.

She always told me what I needed to hear. With straight up feedback delivered in this Jamaican accent I could never stay mad at. 

(“Oh yeah man!”)

So from Rachel’s life, a few notes:

1/ IC's, your leaders want and need to hear where they’re coming up short. That feedback is a gift.

2/ Certain people aren’t just colleagues; you’ll end up writing eulogies for them. Finding those people in your work life is also a huge gift.

3/ What would your team write in your eulogy?


Here's an old photo of "baby Nate" and Rach.

Taplio

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